Here is the brutal truth! Cold calling can be tedious. For some, the fear of rejection potentially waiting on the other end is crippling. Although the act of cold calling seems uninvolved at first, there is planning and research that should happen before you even pick up the phone.
Did you know 42 percent of sales reps feel that they don’t have enough information prior to making a call.
If you can effectively master this skill, you can earn yourself a promising career. Below are a few ways you can get your career and sales performance moving in the right direction.
Cold calling Starts With Understanding Who Your Ideal Customer Is.
The very first thing you need to do is develop an idea of your model customer by thinking about who might benefit most from your product. Next, search for your prospects on sites like LinkedIn or ZoomInfo. Once you identify quality prospects, be sure to verify their information before reaching out. It is vital to gather as much information as possible about your prospect and understand their role in the decision-making process.
Top sellers use LinkedIn an average of 6 hours a week.
Build a Personal Calling Script That Conveys What You Are Trying To Say.
Don’t try to sound like anyone but yourself. Tailor your pitch to fit your voice and your prospects individually. Simple things like using the right words and tone play an important role. Also, try to avoid generic phrases like, “I know you’re busy,” and prepare yourself for all the possible objections with clever counters.
You are 56% more likely to hit your quota if you engage buyers before they reach out to you.
Want to Improve Your Cold Calling Skills? Ask for criticism.
Ask an experienced sales rep on your team to listen to a few of your calls and provide you with feedback. It is important to take all their tips constructively. Use this to improve your script and ultimately your performance.
92% of all customer interactions happen over the phone, making it crucial for you to sound comfortable and knowledgeable.
Cold Calling Requires Discipline.
Work with your manager to establish a reasonable goal for calls, appointments, dials, and other metrics they’ve determined get results. Invest in your future by doing the extra. Read blogs, attend webinars and join online sales groups. Constantly educating yourself and staying on top of trends can only help you.
Salesforce reports 74% of buyers choose the salesperson who was first to add value and insight. This is a combination of both increasing time pressure and a greater appreciation of those who were able to help them.
Become Rejection Proof.
In sales, rejection is inevitable so you should learn to enjoy the process. Easier said than done but if you refuse let rude prospects change stall your calling, the rest will take care of itself. The more calls you make, the more comfortable you will feel and the more opportunities you will get. Confidence is contagious.
The average sales rep makes 52 calls a day.
Remember that with your team, you are not alone. Through efficiently building lists, making calls and sticking to your goals, you will master the art of cold calling.